Services Sales Leader

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Where is the work:

At Trane Technologies, We Challenge What is Possible. Our brands including Traneregistered and Thermo Kingregistered– create access to cooling and comfort in buildings and homes, transport and protect food and perishables, connect customers to elevated performance with less environmental impact, dramatically reduce energy demands and carbon emissions, and innovate with a better world in mind. We boldly challenge what’s possible for a sustainable world. 

Job Summary:

The Services Sales Leader is responsible for spearheading the commercial growth, sales strategy, and market expansion of the Services business within the country/region.

While direct fulfillment, service delivery, and technician workforce operations are managed separately by the Service Operations team, the Services Sales Leader holds core accountability for orders, top-line growth, margin realization, and strategic customer acquisition across the total HVAC lifecycle. The incumbent serves as the primary commercial strategist and collaborates closely with Fulfillment, Operations, and Finance to ensure sold contracts and projects are handed off seamlessly, executed as planned, and converted cleanly into recognized revenue.

Responsibilities:

A. Commercial Strategy & Business Growth

Sales Growth & Target Achievement: Drive the service sales organization to achieve and exceed regional targets for orders, bookings, market penetration, and secured margins across maintenance agreements, turnkey retrofits, digital services, and repairs.

Go-To-Market & Pipeline Management: Expand market coverage across key verticals and customer accounts. Oversee quotation pipelines, bid-hit ratios, renewal capture rates, and customer acquisition strategies.

Commercial Judgment & Margin Protection: Balance aggressive market share growth with margin integrity, operational delivery feasibility, and contractual risk profile.

Solutions & Portfolio Expansion (NPI/NPD): Drive commercial adoption of New Product Introductions (NPI) and New Product Developments (NPD), positioning comprehensive HVAC solutions, energy management offerings, building automation upgrades, and digital service contracts.

B. Business & Financial Acumen

Financial Drivers & P&L Impact: Maintain a deep understanding of service financial drivers—including orders, revenue recognition, gross margin, operating margin, working capital, cash flow, and Days Sales Outstanding (DSO)—translating commercial actions into positive bottom-line impact.

Rigorous Forecasting: Build and manage reliable orders, revenue, and margin forecasts using commercial pipelines, backlog execution schedules, and market assumptions. Proactively identify pipeline or revenue conversion gaps and establish prompt recovery actions.

End-to-End Revenue Cycle Awareness: Understand the complete revenue cycle from booking through backlog, milestone delivery, billing, and cash collection, identifying potential revenue-at-risk and aligning with cross-functional teams to resolve issues early.

C. Business Performance & Senior Management Reporting

Executive Performance Reviews: Prepare and lead structured monthly and quarterly business reviews (MBR/QBR) covering orders, sales funnel health, backlog conversion, margin trends, customer developments, and market intelligence.

Action-Oriented Communication: Communicate performance clearly to senior leadership, explaining not merely what the numbers are, but why they are moving, future revenue implications, and what corrective commercial or operational actions are being deployed.

Variance & Risk Mitigation: Formulate clear mitigation plans for shortfalls against the Annual Operating Plan (AOP), clearly separating market factors, pricing dynamics, and delivery milestones.

D. Fulfillment Collaboration & Execution Governance

Sales-to-Operations Hand-Off: Partner closely with the Service Fulfillment & Operations team to establish seamless project and contract hand-offs, ensuring clear scope definitions, accurate job costing, and realistic execution timelines.

Delivery Alignment & Backlog Conversion: Regularly coordinate with fulfillment leaders to review operational capacity, track backlog burning rates, monitor Work in Progress (WIP) milestones, and ensure delivered margins match or exceed sold margins.

Customer Satisfaction & Dispute Mediation: Serve as the senior commercial escalation point for key customer accounts. Collaborate with the fulfillment team to swiftly resolve delivery issues, scope changes, or warranty disputes while safeguarding the company’s commercial standing.

E. Team Leadership & Matrix Alignment

Sales Team Management: Directly manage, coach, and develop the services sales team (account managers, sales engineers, and estimators), setting clear quotas, KPIs, and professional development plans.

Influence Across the Matrix: Drive cross-functional alignment and accountability across the broader service, fulfillment, supply chain, and finance teams through influence, collaboration, and shared business outcomes rather than direct line authority.

Compliance & Governance: Ensure all commercial offerings and team practices strictly adhere to Trane Technologies' ethics, compliance guidelines, safety standards, and contracting policies.

Core Competency & Capability Requirements

Capability

Recommended Requirement

Business & Financial Acumen

Strong understanding of business financials including revenue, gross margin, operating income, cost structure, working capital, cash flow, DSO, and overall P&L drivers. Able to translate commercial actions into financial impact.

Revenue Process Knowledge

Strong understanding of the end-to-end revenue cycle from bookings/order intake through backlog, execution, billing, and revenue recognition. Able to identify risks affecting revenue conversion and work with Operations and Finance to address them.

Forecasting

Demonstrated ability to build and manage accurate orders, revenue, and margin forecasts using pipeline, backlog, execution plans, and business assumptions. Able to identify gaps early and establish recovery actions.

Business Reporting

Capable of preparing structured monthly/quarterly business reviews covering orders, revenue, margin, pipeline, backlog, forecast, risks, opportunities, and corrective actions.

Senior Management Communication

Comfortable presenting business performance to senior leadership, clearly explaining results, variances, risks, and required actions without getting lost in operational detail.

Stakeholder Alignment

Proven ability to drive alignment in a matrix organization where many critical resources do not directly report to the role.

Commercial Judgment

Able to balance growth, margin, customer requirements, operational capacity, and business risk when making commercial decisions.

Leadership

Ability to lead the sales team while creating accountability across the broader service organization through influence rather than direct authority.

Qualifications & Experience

Education:

Bachelor’s degree in Mechanical Engineering, Electrical Engineering, or a related technical field.

A master’s degree in business (MBA) or an advanced commercial qualification is highly desirable.

Experience:

10+ years of successful commercial sales leadership experience within the HVAC, building management systems (BMS), energy solutions, or industrial service contracting sector.

Proven track record leading sales teams, exceeding multi-million-dollar booking and revenue targets, and closing complex service agreements.

Extensive commercial experience within the GCC / Middle East market (Qatar experience strongly preferred).

Skills & Attributes:

Strong working knowledge of HVAC equipment, solutions selling, service maintenance contracts, and retrofit execution models.

High-level commercial negotiation, customer relationship management, and contractual dispute-resolution skills.

Demonstrated proficiency in CRM platforms, ERP business systems, and financial reporting tools.

Languages: Fluency in English (written and spoken) is required; Arabic proficiency is an advantage.

We offer competitive compensation and comprehensive benefits and programs that help our employees thrive in both their professional and personal lives. We are proud of our winning culture which is inclusive and respectful at its core. We share passion for serving customers, caring for others, and boldly challenging what’s possible for a sustainable world.

We are committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status. 

Trane

We offer competitive compensation and comprehensive benefits and programs. We are an equal opportunity employer; all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.